{"podcast":{"title":"Scrappy ABM","slug":"scrappy-abm-6475637","podcast_index_feed_id":6475637,"rss_url":"https://feeds.captivate.fm/scrappy-abm-pod/","website_url":"https://listen.casted.us/public/210/Scrappy-ABM-623cc20d","image_url":"https://artwork.captivate.fm/6f32aaf2-09b0-4112-90df-a58c6448fa98/Scrappy-ABM-Podcast-Cover.jpg","author":"Mason Cosby","episode_count":279,"summary":"Welcome to Scrappy ABM – your source for groundbreaking approaches to ABM that don't break the bank. ABM shouldn't cost $200K in technology to even get started. If you want to get started with ABM or make your program better without a massive budget, you're in the right place. Each week, you'll hear from some of the brightest minds in the marketing world who are redefining ABM, achieving incredible results with untraditional methods, limited resources, and a whole lot of creativity. This isn't a show about how much you can spend on fancy tech or overhyped tools. Instead, it's about celebrating creative problem-solving and the scrappiness it takes to get ABM right. We'll dive into how these marketing leaders built robust ABM strategies with limited resources, revealing the actionable insights that led to their biggest wins. So, if you're a marketer ready to challenge the status quo, or an entrepreneur looking to scale your business through efficient and effective marketing strategies, Scrappy ABM is the show for you. Get ready to discover ABM strategies that are lean, impactful, and utterly transformative. Remember, it's not about the budget, it's about the mindset. Let's get scrap…","last_synced_at":"2026-07-30T16:18:39.033748+00:00","page_url":"https://stenobird.com/podcast/scrappy-abm-6475637"},"episode":{"title":"The Referral Playbook: How to Scale the Most Underrated Pipeline Source | Ep. 267","slug":"the-referral-playbook-how-to-scale-the-most-underrated-pipeline-source-ep-267","published_at":"2026-03-09T07:00:00+00:00","page_url":"https://stenobird.com/podcast/scrappy-abm-6475637/the-referral-playbook-how-to-scale-the-most-underrated-pipeline-source-ep-267","show_page_url":"https://stenobird.com/podcast/scrappy-abm-6475637","url":"https://listen.casted.us/public/210/Scrappy-ABM-623cc20d","audio_url":"https://episodes.captivate.fm/episode/d9386717-ac2c-47ee-b093-14fdad0be521.mp3","summary":"If you are not hitting your pipeline goals, you might be ignoring the easiest way to generate revenue: a systematic referral program. Mason Cosby argues that most organizations leave millions of dollars on the table simply because they do not know how to ask for referrals effectively. ㅤ Many revenue leaders fall into the trap of thinking referrals are serendipitous or awkward to request. In this episode of Scrappy ABM , Mason breaks down a repeatable process to turn referrals into a scalable revenue engine. He explains exactly when to make the ask, how to structure incentives so everyone wins, and why even offboarding can be a prime opportunity for growth. ㅤ What We Cover The three common referral camps: Why most companies either never ask, only get referrals by accident, or rely on a single salesperson to do all the work. The \"Wingman Referral\" concept: How to structure incentives (inspired by Acquisition.com) that reward both the person making the referral and the new prospect. Asking at the close: Why new customers are actually the best source of referrals immediately after they sign the contract. Leveraging QBRs: Using Quarterly Business Reviews to remind happy clients about referral incentives with a one-time invoice discount. Monetizing offboarding: A strategy to waive final invoices in exchange for introductions when a client leaves due to budget cuts. The economics of referrals: How to calculate the right incentive amount based on your existing Customer Acquisition Cost (CAC). Target Account Mapping: Moving away from generic \"who do you know\" questions to asking for specific introductions within your target market. ㅤ Resources Acquisition.com: The source of the \"Wingman Referral\" concept mentioned by Mason. Scrappy ABM: Visit for more ABM tips and strategies. C…","meta_description":"If you are not hitting your pipeline goals, you might be ignoring the easiest way to generate revenue: a systematic referral program. Mason Cosby argues t…","key_points":[],"chapters":[],"topics":[],"duration_seconds":836,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/scrappy-abm-6475637/episodes/the-referral-playbook-how-to-scale-the-most-underrated-pipeline-source-ep-267/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/scrappy-abm-6475637/the-referral-playbook-how-to-scale-the-most-underrated-pipeline-source-ep-267.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}